Enterprise AE Quotas?

Whaddup fam,


I'm restructuring the quotas for my team, because they're absolutely unattainable right now. The SMB team has monthly quotas (we do M2M billing, not annual), but I don't think that really makes sense for enterprise sales cycles.


I think the RevOps team will want us to stay monthly, but I'd love to hear what other AE quotas look like! Quarterly? True-ups? Bonuses? Whatcha got?

💰 Compensation
🧢 Sales Management
19
braintank
Politicker
2
Enterprise Account Executive
I've been an ENT AE for the past decade and have always had an annual quota. 
bitchbetterhavemymoney
Opinionated
1
Director of Channel Sales
Do you get monthly/quarterly payouts or just annually?
braintank
Politicker
3
Enterprise Account Executive
I get paid the month after a deal closes.
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
The AEs I work with have an annual quota, with quarterly goals, and commission paid out quarterly. Just as a reference point (not BT)
LegacySales
Politicker
1
Account Executive
Interesting, been an AE in cybersecurity for 5 years and it's always first payroll after Quarter end. To clarify: If I close a deal in January, and the quarter ends March 31st, I'll get paid on this deal in second week of April.
FinanceEngineer
Politicker
0
Sr Director, sales and partnerships
Same, so it's great to have multiple points of reference.
techsales
Politicker
2
Enterprise Account Executive
Yearly quota, i get paid the month after the deal closes
SaaSam
Politicker
2
Account Executive
Buddy of mine is ENT and his quota is annual but there are monthly and quarterly incentives.
SalesStash
Opinionated
2
Strategic Account Executive
Typically yearly quotas. Once that's is obtained then you would have quarterly accelerators to promote growth past whats expected.  
CuriousFox
WR Officer
1
🦊
I am Enterprise, and my quota is annual.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
We have annual quotas with quarterly targets.  Paid the month after invoice.
JustGonnaSendIt
Politicker
1
Burn Towns, Get Money
Enterprise rep here.

I have an annual quota. It's broken down by type of revenue - License, SaaS, Services, Maintenance, etc... True-ups typically satisfy License, Maintenance, or both, depending on the nature of the TU and the deal we strike.

However, every dollar in any of those buckets contributes to the top-line quota and we're not super concerned about the mix, more about overall attainment.

I get paid monthly, 60 days in arrears, based on orders booked.

We have various bonus incentive programs, but none of those are part of my OTE. 

OTE is 50/50 split; salary / commission.
DataSlangah
Politicker
1
SAE
We have an annual quota with monthly targets - mostly to keep us pacing correctly.  We get paid the month that invoices go out (2nd month).
HarryCaray
Notable Contributor
1
HMFIC
Annual quotas with quarterly and annual kickers. Q1 and Q2 kickers are higher percentages to incentivize closing deals earlier in the year and avoid the Q4 fire drill.
Blackwargreymon
Politicker
1
MDR
Yearly quota, i get paid the month after the deal closes
Diablo
Politicker
0
Sr. AE
My org has an annual quota as well for Enterprise reps.
dwightyouignorantsale
Politicker
0
Account Executive
Annual quota
MonthEndSpecial
Valued Contributor
0
Enterprise Account Executive
Ghetto Monthly
bitchbetterhavemymoney
Opinionated
1
Director of Channel Sales
Okay as the only one so far with a monthly quota, what does that look like? How long are your sales cycles typically? Do you have a true-up? 
MonthEndSpecial
Valued Contributor
1
Enterprise Account Executive
Sales cycles are between 3 and 12 months. They don't really harp on us about Monthly quotas, but we have it and our accelerators are based off of monthly attainment. We have an annual quota, and they more track attainment. 
JMSwiggidy
Politicker
0
Enterprise Account Executive
Annual quota paid 1-2 months after closed won.
SaaSecurity
Opinionated
0
Enterprise Account Executive
Annual quota but I’m paid out monthly on the previous months closed revenue. Been this way for me for the last 5 years at the company. Cybersecurity SaaS ENT rep.
clownbaby
Executive
0
Major Account Executive
I've always liked the idea of monthly for SMB, quarterly for mid-market, and annual for enterprise. It reflects the nature of the deal
Fifi
0
Strategic Relationship Manager
Annual quota. Get paid commission monthly on prior months receivables. So this Friday I get paid for any invoices paid in November.
Error32
Politicker
0
ISR
you have to hide a treasure from the cops in one minute, how do you do it?
Clashingsoulsspell
Politicker
0
ISR
get a yes, positive & yes and you have yourself a salesperson. you can teach them whatever they need to know, but you can't teach those things.
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